Andy, good post and your message rings so loud and clear.  We do have to be able to tell potential clients what sets us apart from the sea of other agents --- especially in this market with there being so much uncertainty and challenges.

Thank you for the example that you set!

Thanks for your comment, Vickie but, what sets YOU apart?

Dear Andy,

Thanks for the great post! Keep up the good job!

Betina

Thanks, Bettina but, don't go away without sharing.

As listing agents, we spare no expense. As buyers agents, we take no prisoners. That's pretty much it in a nutshell.

The difference is clearly visible and the public is taking notice. We're not your average team.

I like the catchiness of that, R & J (whichever of you posted).  Does sparing no expoense get listings sold or is it something about YOU?

Andy, I'd like to think my assets are listening and learning, I never can do enough of either...

Now, THAT's what I'm talking about.  Good points and worth pointing out.  Thanks for your comment, Paul.

Andy, I'd like to think my assets are listening and learning, I never can do enough of either...

Now, THAT's what I'm talking about.  Good points and worth pointing out.  Thanks for your comment, Paul.

1. Hi Andy:  I wish you good luck.  It appears you are doing alot of things right!  When I got into Real Estate, I was tired of Realtors, who never returned a phone call.  I return calls, every call, the same day.  That sets me above many others.

   Keep up the good work

   Thanks

   Don

    

   10/06/2008 03:03 PM

   by Donald Bradbury, REALTOR Bucks County PA (The Bradbury Team at Coldwell Banker Heritage)

   Delete Report as Spam

YES!  Communication.  See, I'm finding a lot of "me too's" here that I had not even considered....  Thanks, Don.

1. Hi Andy:  I wish you good luck.  It appears you are doing alot of things right!  When I got into Real Estate, I was tired of Realtors, who never returned a phone call.  I return calls, every call, the same day.  That sets me above many others.

   Keep up the good work

   Thanks

   Don

    

   10/06/2008 03:03 PM

   by Donald Bradbury, REALTOR Bucks County PA (The Bradbury Team at Coldwell Banker Heritage)

   Delete Report as Spam

YES!  Communication.  See, I'm finding a lot of "me too's" here that I had not even considered....  Thanks, Don.

Andy, thanks for the great post.  I was just sitting here thinking about the cold calls I need to make and now I feel a little more pumped and ready to make them.  thanks!

Glad to help!  Please send remittance to 70 W Afton Avenue Yardley, PA   19067 ;)

I don;t have anything against coaching but, I find that I get some of my best ideas and motivation by talking with other agents.

COLD CALLING! You gotta love it! Nothing gets you closer to a sale than your last rejection. Think about that for a minute. Every no gets you closer to a YES!  

Above my desk, I have a sign that reads:

"Your most unhappy custimers are your greatest source of learning" - Bill Gates

Now, we'd all like to pretend that we don;t have any unhappy custoimers nor do we get any rejections but, that jsut can;t be.  If nobody is saying "NO", you're not asking enough people. 

I recently was involved with somethings where business people from different industries had to put down their tag line....they all sounded alike.

I htink that's the reason for the question.  So what makes YOU different, Jean???

I think the biggest difference between agents is the knowledge. professionalism and that some really CARE

Anne, I agree but, nobody ever tells that prospective client "I don't care" so, when asked the question, how do YOU answer?

Andy,

One of the things I think sets me apart as an agent both with buyers and sellers is my construction background.  I have worked in both residential and commercial construction and have about 18 years experience.  I worked most recently with a custom builder in my town and have found the knowledge I have gained over the years better serves the needs of my customers when looking at a home for more than the aesthetic purposes. 

I also treat every customer the same and I believe alot of agents don't always do that.  It doesn't matter if you came to me to buy or sell a 5,000 mobile home (exageration) or a million dollar waterfront property, the customer deserves the same respect.  So I would have to say intergrity is a quality I employee.

It is so true that some agents haven't thought this question through and should really take a good hard look.....so that when asked the question they are prepared with an answer.

Sorry.....I got a little long winded....I could go on!

I htink your answer was GREAT and I would encourage you to go on, if you ahve more to say.  You've obviousyl thought this through and identified your strengths.  Thank you.

Excellent value statement, but one thing caught my eye... cold calling.  What do you do about the "Do not call list"?

I think that would require more of a private conversation but, you can cxross reference against the DNC list.  That's the short answer.

Being different is important, but being amazing is what will get you clients, I believe. Being different for the sake of being different ends up making you the same because everybody is trying to be different. I think it's imperative to stop trying to do anything and just let your personality shine, because you are you and that's what will truly make your different.  

That sounds great but you haven;t answered the question.  What is it that makes you AMAZING, and therefore, different from anybody else?

Great post and gets one to thinking doen't it. I like to think that listening is what I am good at and putting the deal together is what I love to do.

Thanks for your comment, Charles.

Well, since you asked:  I am on a team that has our marketing system down.  We have unique systems in place to get the job done.  As a team member, I was hand pick by my team leader/broker because my work ethic is up to a level that suits his high standards.

With our unique marketing systems and the detailed hard work I put into my business, along with the communication skills I use consistantly with my clients,  and the constant training offered and utilized by me, as well as the skills I've developed through my experiences,  I know all the above makes ME different! 

I just nder if anybody DOESN'T have unique systems in place, at least they won't admit it.  If that's the case, how're you different?  I hate to challenge but, I'm trying to put mysel finthe consumers polace.

I found that keeping in touch with my clients through sending personal cards on Birthdays, Anniversaries, etc makes a HUGE difference. By cementing the relationship through personal contact they won't use another agent. I found a great company that makes it easy for me to send all these cards through my COMPUTER and they will print and ship the cards! WHOOO HOOOO now I have more free time ........instead of spending ALL my time handwriting the cards and buying stamps, yadda yadda. here is the website; https://www.sendoutcards.com/39424

Kelly Marsh

Great stuff!  Maybe I just think so because I am not good at what you talk about - note to self, improve!  The personal touch is an area in which I can improve.

Being an independent broker means never having to say, "I'll have to ask my manager." 

:) 

I wonder.  I don't remember the last time I "had to ask my manager" anything but, I like the ability to be able to do so.  I have gotten to the point where I don;t NEED to know every answer, I just need to know where to find it.

Is it really an advantage to be independent?  What sets you apart from other independents???

Being an independent broker means never having to say, "I'll have to ask my manager." 

:) 

I wonder.  I don't remember the last time I "had to ask my manager" anything but, I like the ability to be able to do so.  I have gotten to the point where I don;t NEED to know every answer, I just need to know where to find it.

Is it really an advantage to be independent?  What sets you apart from other independents???

Eveyone needs to find their niche market and it sounds like you found your's.

Thanks, Debbie.   What's yours?

A track record. 

s your track record always longer or better than th eagents you're competing with?  What if it's not, do you just withdraw?

Yes - quite possibly; that is for the consumer to decide - to the 1st question. 

For the second question, At this point - I've made my presentation and have express what my team can do, it is up to the consumer if they want to use my team's services...

...(if they want 'track record' proof, I will provide it - I have done it before)...

...AND...

It is up to me if I feel representing this someone would be feasible.  For example, if the person is selling a house and wants to over price the listing - I will withdraw.  I can not make miracles happen.

If these are buyers, and I feel they are not 'ready willing and able,' I will periodically call them to see what their status is on the situation.  If they are contractually obligated with someone else at that point,  ethically - I will withdraw.

I think the willingness to step away is  abig differentiator, too many agents will take a client at any price.  I share your philosophy that not only can't I make miracles happen but, I have no interest in having my sign rot on the front lawn because the Seller was unreasonable.  Nobody knows about the Seller, they jsut know about my sign that sat there for siux months before somebody else came along - and likely made the sale at a lower price.

Thank you.

We have been builders, I have sold commercial goods on a one shot close basis. Real Estate is a peice of cake compared to that. Brutal honesty is what you get from us, if you ask....

Honesty is different!  LOL!  I have a scrip tthat I use that says "I tell nice people like you the truth, even if it's not what you want to hear".

There's something to that.

Its important to differentiate yourself from the crowd....in a good way. Sometimes you have to keep changing these unique aspects just to stay ahead of the game.

Interesting.  The crowd catches up and your business must evolve.  I could not agree more.  For the first 10 years I was in the business I was a short sale/distressed property "specialist".  Now that everybody else is a "specialist", I don't spend nearly as much of my time in that arena.  For me, that's a amrket that has gotten less fruitful so, I've stopped marketing it.

I agree with a the comments above about returning phone calls.  I return calls within an hour 9 - 9 seven days a week. 

You are right. Just like in any sales position. We get scared to MAKE the call. We hate rejection. I have to force myself to make those calls. I always take my incoming calls and return every call I get. My goal is to return calls always within one house. But I attempt, I dread those cold calls.

This is interesting in that one of the hardest things for me to do was to NOT return calls.  I posted two other Blogs recently on Accountability http://activerain.com/blogsview/717030/What-Do-You-Do and Time Management http://activerain.com/blogsview/723631/Time-Management-Systems-Do.   I find it is incredibly important to not get distracted by someone else's phone call.  YES, I provide a high level of customer service but if I am responding to every call as it comes and it is pulling me away from my important work of marketing and selling homes, I'm not really serving my client.

I'm not saying that anybody else is abandoning other issues for the telephone, I am saying that, for me, it was important to not let the easy distraction of a phone call take me out of my schedule.

I guess it comes down to respecting my time as much as I respect other people's.

Btw, my rule for returning calls; in by noon, returned by 5.  in by 5, returned by noon.

I know what makes me different from the rest. I am not sure that you have proven your point of the post.  OK you cold call, and it does what for the seller?  OK you work the Internet not only to make friends AND IT DOES WHAT FOR THE SELLER?  Your own differentiation can be pumped up a bunch.  I'm sure people will give you ideas so you can punch it up.  Obviously someone wants to know when they hire you:  What does it do for me?

I'm asking th epeople I cold call if they' dlike to buy a house that I have listed; if they know somebody who would like to buy a house that I have listed or if they'd l-ike to sell their homes.  More listings equals more buyer calls, more buyer calls equals more opprtunities ot sell a particular home.  I also call the agent sin the area and let them know what I have,

In any SALES business, calling is a part of the program.  Only in real estate has it been traditionally abandoned.

Hey Andy, good stuff, especially the cold calling. Your post couldn't have come at a better time since today I have home work due, part of a 12 week coaching mentor session at my office. My home work is for me to describe in only two sentences how i'm different than every other agent in town. In other words what is my unique purchase appeal? Can you sum it up in two sentences? Crazy how things come together. Cheers. Curtis

I can;t wait to hear your answer when you come up with it, Curtis.

Interesting post... a question every realtor ought to be ready to answer.  Thanks for sharing!

Bob

What is your answer, Bob?

Andy, very clear and to the point. I believe we all need to be able to write down our assets and be able to present it when asked.

Ellie, I asked,....

As agents anything that we can do to differentiate ourselves from our competitors puts us a head of the game.

So, what puts YOU ahead of the game???

HONESTY.

That a great answer and it might narrow the field, a bit.  What do you do when the pospect has another honest agent and they are looking for another differentiating point?

Great work, Andy.  In this age of challenge, I remain firmly committed in my belief that the niche marketers will survive and thrive.

My Hat Team and I are different from our Midtown Montgomery AL competitors in that we "walk the walk,' meaning we live where we work and sell.  Our niche is older and historic homes and 6 of the 8 of us live in older homes in historic districts. We can counsel a prospective buyers regarding the pros and cons of architectural controls and we can guide them thru the review and approval maze.  We can also help them locate repair and renovation specialists who value the old and work to preserve and enhance, not replace.

We know a cottage from a bungalow and understand why tear-downs and McMansions are not, in the long run, good for property values in traditional neighborhoods.  We are informed about and advocates for Smart Growth and can help a buyer to understand why they no longer have to buy in an "everone looks the same" neighborhood to make a smart invesment and enjoy a great quality of life.

Thsi is a great answer, thank you.  I honestly beleive that it is difficult ot sell what you don't live. 

Hi Andy, I care about my clients and put their best interest ahead of all else.

ALL else?  Everything?  That says something.  i dont; think I can honestly say that my clients come FIRST - I have a family, a Faith and a business to worry about and while I certainly put my clients needs high on my list of priorities, I can;t say they come FIRST.

Thanks for the book suggestion, Karen.  I love Danny Meyer's restaurants and I will look for the book.

Thanks for the book suggestion, Karen.  I love Danny Meyer's restaurants and I will look for the book.